Negotiation Skills and PresentationLaajuus (3 cr)
Code: LTVAMA103
Objective
The student is able to use different negotiation strategies and tactics during sales. The student is able to analyze his/hers own communication skills, presentation skills and argumentation skills as a part of sales negotiations.
Content
- negotiation strategies and tactics
- argumentation and making impact with communication styles
- virtual negotiations
- sending more effective messages
Qualifications
1. year communication and marketing studies
Assessment criteria, satisfactory (1)
Argumentation is biased and scant and illustration is scant and irrelevant. Communication is sender-oriented: the goal, receiver or the situation are not taken into account sufficiently. The student is taking part scheduled studies and the student is on satisfactory level able to utilize negotiation strategies and tactics as a part of sales.
Assessment criteria, good (3)
Argumentation is quite unbiased and believable and illustration is relevant . The structure of text is mainly clear and coherent. The student is able to maintain interaction in communication. The student is quite actively taking part scheduled studies and the student is able to utilize negotiation strategies and tactics as a part of sales.
Assessment criteria, excellent (5)
Argumentation is unbiased, taking different viewpoints into account, and convincing and illustration is relevant, effective and considered. Follows the structure characteristic of the genre, text is logic, clear and coherent. Interaction in communication is highly skillful. The student is very actively taking part scheduled studies and the student is very well able to utilize negotiation strategies and tactics as a part of sales.
Materials
Kansanen, A. 2002. Neuvottelu- ja kokoustaito. Helsinki: WSOY.
Enrollment
14.11.2022 - 24.03.2023
Timing
03.04.2023 - 31.05.2023
Credits
3 op
Virtual proportion (cr)
3 op
Teaching languages
- Finnish
Degree programmes
- Bachelor of Business Administration, Business Management
Teachers
- Anna Vierula
Student groups
-
MLITA21
Objective
The student is able to use different negotiation strategies and tactics during sales. The student is able to analyze his/hers own communication skills, presentation skills and argumentation skills as a part of sales negotiations.
Content
- negotiation strategies and tactics
- argumentation and making impact with communication styles
- virtual negotiations
- sending more effective messages
Materials
Miettinen, S. & Torkki, J. 2019. Uusi Neuvotteluvalta: saat minkä neuvottelet, et mitä ansaitset. Helsinki: WSOY
Kortesuo, K. 2015. Karisman käsikirja. Helsinki: Kauppakamari
Kortetjärvi-Nurmi, S. & Murtola, K. 2015. Areena: Yritysviestinnän käsikirja. Helsinki: Edita.
Kansanen, A. 2002. Neuvottelu- ja kokoustaito. Helsinki: WSOY.
Material provided by lecturer
Teaching methods
Lectures and assignments, online learning
Employer connections
No workplacement
Completion alternatives
No alternative course mode.
Student workload
Total 80 h
Lectures and online learning about 20 h
Independent work 30 h
Assignments 30 h
Evaluation scale
1-5
Assessment criteria, satisfactory (1)
Argumentation is biased and scant and illustration is scant and irrelevant. Communication is sender-oriented: the goal, receiver or the situation are not taken into account sufficiently. The student is taking part scheduled studies and the student is on satisfactory level able to utilize negotiation strategies and tactics as a part of sales.
Assessment criteria, good (3)
Argumentation is quite unbiased and believable and illustration is relevant . The structure of text is mainly clear and coherent. The student is able to maintain interaction in communication. The student is quite actively taking part scheduled studies and the student is able to utilize negotiation strategies and tactics as a part of sales.
Assessment criteria, excellent (5)
Argumentation is unbiased, taking different viewpoints into account, and convincing and illustration is relevant, effective and considered. Follows the structure characteristic of the genre, text is logic, clear and coherent. Interaction in communication is highly skillful. The student is very actively taking part scheduled studies and the student is very well able to utilize negotiation strategies and tactics as a part of sales.
Assessment methods and criteria
Individual and group assignments
possible exams
Assessment criteria, good (3)
Argumentation is biased and scant and illustration is scant and irrelevant. Communication is sender-oriented: the goal, receiver or the situation are not taken into account sufficiently. The student is taking part scheduled studies and the student is on satisfactory level able to utilize negotiation strategies and tactics as a part of sales.
Assessment criteria, excellent (5)
Argumentation is quite unbiased and believable and illustration is relevant . The structure of text is mainly clear and coherent. The student is able to maintain interaction in communication. The student is quite actively taking part scheduled studies and the student is able to utilize negotiation strategies and tactics as a part of sales.
Assessment criteria, approved/failed
Argumentation is unbiased, taking different viewpoints into account, and convincing and illustration is relevant, effective and considered. Follows the structure characteristic of the genre, text is logic, clear and coherent. Interaction in communication is highly skillful. The student is very actively taking part scheduled studies and the student is very well able to utilize negotiation strategies and tactics as a part of sales.
Qualifications
1. year communication and marketing studies
Enrollment
15.10.2021 - 07.01.2022
Timing
17.01.2022 - 04.03.2022
Credits
3 op
Teaching languages
- Finnish
Degree programmes
- Bachelor of Business Administration, Business Management
Teachers
- Elisa Kannasto
Student groups
-
MLITA20
Objective
The student is able to use different negotiation strategies and tactics during sales. The student is able to analyze his/hers own communication skills, presentation skills and argumentation skills as a part of sales negotiations.
Content
- negotiation strategies and tactics
- argumentation and making impact with communication styles
- virtual negotiations
- sending more effective messages
Materials
Miettinen, S. & Torkki, J. 2019. Uusi Neuvotteluvalta: saat minkä neuvottelet, et mitä ansaitset. Helsinki: WSOY
Kortesuo, K. 2015. Karisman käsikirja. Helsinki: Kauppakamari
Kortetjärvi-Nurmi, S. & Murtola, K. 2015. Areena: Yritysviestinnän käsikirja. Helsinki: Edita.
Kansanen, A. 2002. Neuvottelu- ja kokoustaito. Helsinki: WSOY.
Material provided by lecturer
Teaching methods
Lectures and assignments, online learning
Employer connections
No workplacement
Completion alternatives
No alternative course mode.
Student workload
Total 80 h
Lectures and online learning about 20 h
Independent work 30 h
Assignments 30 h
Evaluation scale
1-5
Assessment criteria, satisfactory (1)
Argumentation is biased and scant and illustration is scant and irrelevant. Communication is sender-oriented: the goal, receiver or the situation are not taken into account sufficiently. The student is taking part scheduled studies and the student is on satisfactory level able to utilize negotiation strategies and tactics as a part of sales.
Assessment criteria, good (3)
Argumentation is quite unbiased and believable and illustration is relevant . The structure of text is mainly clear and coherent. The student is able to maintain interaction in communication. The student is quite actively taking part scheduled studies and the student is able to utilize negotiation strategies and tactics as a part of sales.
Assessment criteria, excellent (5)
Argumentation is unbiased, taking different viewpoints into account, and convincing and illustration is relevant, effective and considered. Follows the structure characteristic of the genre, text is logic, clear and coherent. Interaction in communication is highly skillful. The student is very actively taking part scheduled studies and the student is very well able to utilize negotiation strategies and tactics as a part of sales.
Assessment methods and criteria
Individual and group assignments
possible exams
Assessment criteria, good (3)
Argumentation is biased and scant and illustration is scant and irrelevant. Communication is sender-oriented: the goal, receiver or the situation are not taken into account sufficiently. The student is taking part scheduled studies and the student is on satisfactory level able to utilize negotiation strategies and tactics as a part of sales.
Assessment criteria, excellent (5)
Argumentation is quite unbiased and believable and illustration is relevant . The structure of text is mainly clear and coherent. The student is able to maintain interaction in communication. The student is quite actively taking part scheduled studies and the student is able to utilize negotiation strategies and tactics as a part of sales.
Assessment criteria, approved/failed
Argumentation is unbiased, taking different viewpoints into account, and convincing and illustration is relevant, effective and considered. Follows the structure characteristic of the genre, text is logic, clear and coherent. Interaction in communication is highly skillful. The student is very actively taking part scheduled studies and the student is very well able to utilize negotiation strategies and tactics as a part of sales.
Qualifications
1. year communication and marketing studies